emotions in negotiations

No one anti-corruption strategy is a panacea. But just as international firms use multiple business strategies, firms should try a mix of antidotes to corruption. Considering the damage it does to foreign firms and host societies both, corruption is too toxic a brew for a healthy business to swallow.

With negotiations, purely hard-nosed negotiation doesn’t work as well as alternating toughness with positivity. Negotiators faced with mood swings feel a loss of control and will make greater concessions. While, emotional approaches that win concessions in short-term negotiations may not work in the long term.